Global Sales Manager - Key Accounts & Business Development

Purpose of the role: This role has direct responsibility for managing a portfolio of IHG Global Sales Key Accounts, across specified markets & segments, to deliver revenue & growth opportunities to IHG, with a dedicated focus on identifying, signing & activating new IHG Global Sales Key Accounts.
Key Accountabilities
Strategic Account Management
+ Understand Key Account(s) drivers, behaviors, values & opportunities
+ Maintain relationships with multiple key contacts within all subsidiaries and/or business units to maximize revenue delivery to IHG
+ Explore unique ways to drive returns (share shift, Mutual Value, partnerships, etc.)
+ Anticipate & overcome objections through thoughtful research & consideration of potential solutions, impactful negotiation skills and creative problem-solving
+ Prioritize time to think & strategize; create & execute a Strategic Account Plan
+ Be a strategic leader of general account team(s) as applicable
Work Collaboratively
+ Appropriately share information & ideas across stakeholder groups & IHG tools & resources to advance sales efforts
+ Be a valued advisor sought out by others for guidance
+ Exhibit an ability to influence others within the organization to achieve intended outcomes
+ Encourage & participate in open & honest dialogue amongst account teams, peers & leaders
+ Champion interdependency & act as a liaison for Global Sales in cross-functional working groups
Sales & Business Acumen
+ Possess end-to-end critical thinking skills: the ability to interpret & action data, articulate a business case, and evaluate ROI/financial impact of potential actions
+ Mastery of industry & IHG metrics, reporting, tools (IHG Javelin)



& sales methodologies (7 Habits)
+ Research & action calculated risks to enhance our ability to close revenue & shift market share amongst key accounts
+ Achieve yearly financial targets & business goals
+ Embody a seeker mentality; always look for the next revenue opportunity within your accounts
Communication Skills
+ Continually practice & improve written, verbal & non-verbal communication skills
+ Successfully tailor your message to the audience(s) for maximum impact
+ Demonstrate comfort in addressing internal & external stakeholders
+ Be adept at empathic listening, probing questions & productive debate
+ Seek first to understand, then be understood
Commitment to Continuous Improvement
+ Commit to a mindset of continuous self-development
+ Be receptive to feedback & coaching from peers & leaders
+ Make & take opportunities to stretch, learn & grow
+ Embody a naturally curious, entrepreneurial spirit
+ Display exceptional time management & organizational skills
Focus on Business Development
+ Leverage prospecting tools, tradeshow leads & direct sales activities to identify potential new Key Accounts.
+ Engage in proactive sales activities to identify & activate new Key Contacts, Accounts & Segments
+ Work with IHG Global Sellers,



Hotels & IHG Global Sales Programs to identify potential new Key Accounts
+ Qualify, contract with & activate new Key Accounts to the benefit of IHG Global Sales
Key Metrics
+ Achieve Account Target Revenues, room nights and average rate
+ Sales delivery to brands/market
+ Achievement of individual and business sales goals
+ Client Satisfaction
+ Engagement in IHG Javelin
Key Accountabilities
+ Holistic performance of the activated new Global Sales Key Accounts
+ Requesting Senior-level customer interaction for strategic accounts & priorities as required
+ Escalation of opportunities or revenue-impacting challenges as appropriate
External
+ Current & prospective Key Contacts
+ Industry/market forums for IHG representation
+ Third parties / intermediaries
+ Hotel and Owner community for relationships management and strategy alignment (as needed)
Internal
+ Senior Global Sales Leadership (Directors, VP, SVP)
+ Commercial Leaders (as appropriate)
+ Global Sales Strategy, Operations & Enablement
+ Other Global Sales Teams
+ Global Sales Support Center
+ Global Loyalty, Brand & Marketing Teams

Required Education, Experience, Technical Skills and Knowledge
Education
Bachelor's or Master's Degree in Marketing, Management, Business, Hospitality or an equivalent combination of education and work-related experience.
Technical Skills and Knowledge
+ Demonstrated experience in working in global markets, deep understanding of managing across cultural teams and cultural client interactions.
+ Demonstrated sales management experience in organizing, planning and executing large-scale sales segment plans from conception through implementation.
+ Demon

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